Digital Sales Engineer Description The primary responsibility of the Digital Sales Engineer is to increase digital & print advertising revenues by collaboratively engaging with Account Executives on field calls, client visits, and championing the Sales Transformation Process, creating presentations, and overall revenue driving activities.This position directly affects and is responsible for achieving or exceeding digital revenue in market. Key Responsibilities Provides appropriate mix of direction and strategy. Collaborates with the staff on strategy, innovation, etc., to ensure that new ideas are developed and presented to clients Manages staff activity to consistently maintain a forward, robust pipeline. Establishes aggressive but realistic goals for staff activity; incorporates staff's input in the activity goal setting process Reviews and critiques all presentations and campaign proposals and coaches MMSE on improving this process Develop, monitor and manage key performance indicators, including activity levels, aligned with business objectives to enhance success rate and assure alignment of activities. This should be managed/tracked within the SugarCRM system Invests significant time with MMSEs in the field with the purpose of deepening account relationships; uses these opportunities to coach staff and improve performance Model purposeful behavior with consistent high visibility in local sales offices Review market activities to develop new business by understanding customer needs and selling products and services that provide value to the customer Drives consultative, customer-centric selling behaviors. Ensures that each MMSE consistently presents products/services appropriate to client needs and constantly monitor the "health" of the relationship between the client and MMSE Responsible for driving sales achievement and surpassing sales, and business goals and objectives Consistently meets/exceeds all digital revenue targets within assigned markets Reviews monthly digital revenue billing and expense for accuracy Drives customer retention through excellent customer service and in-person visits Effectively communicates with management to provide accurate revenue forecasts and market intelligence that may impact revenue (+/-) Maintains the highest levels of personal and professional behavior in the workplace and in the market Ensures that the team consistently meets and/or exceeds revenue goals. Position Requirements Knowledge, Skills, Abilities : Eagerness to learn, continually seeking to improve sales skills and the skills of others Strong time management and follow up skills Organized with an attention for detail Ability to coach and develop cold calling and other prospecting techniques including social media where applicable Highly motivated, self-starting individual with initiative and drive to succeed through others Ability to close new business and lead a team to exceed sales targets Successful track record of pushing past rejection and achieving results, and coaching others to do so, as well Demonstrates expert knowledge and understanding of all GateHouse Media sales and marketing assets, including all digital products, digital marketing services (ThriveHive) and all newspaper products. Able to transfer knowledge to (MMSEs)Understands methodology for goal setting and applies that methodology accordinglyHas an in-depth knowledge of MMSE accounts, prospects and each prospect's potential Knowledge of competitive media landscape within channel; use for new business development and sales analysis Strong verbal and written communication skills with the ability to build and deliver effective presentations Strong networking and community involvement skills Computer and software experience with MS Office programs including Excel, PowerPoint, and WordMust possess a valid state driver's license and reliable transportation Solid negotiation skills Highly self-motivated. Education & Experience: Bachelor's Degree preferred; or equivalent work experience in media related business. Digital Media Sales experience, preferably in outside sales environment Qualified applicants please send resume and cover letter to eaden@nwfdailynews.com. No Phone Calls Please!
